Commercial Business Intelligence Manager

Overview

We are looking for an experienced Business Intelligence Manager to take ownership of reporting and tracking across the entire sales process, from top of funnel demand generation to orders closed. Your work will give the business clear visibility of performance at every stage, helping to shape scalable sales practices that drive predictable results while unlocking greater efficiency and improved performance. As a systems-thinker, you will enjoy continually reviewing and challenging our existing practices, refining and implementing sales processes that bring our evolving strategy to life and keep revenue operations aligned. By reducing friction in the sales cycle, you will enable our commercial team to focus on what they do best, unlocking increased performance and enabling the consistent delivery of results. You will also play a key role in setting the team up for success, from onboarding and training SDRs, Regional Account Managers, and Account Directors, to ensuring workflows, pricing, and customer agreements run smoothly.

The ideal candidate will have experience in sales/revenue operations and a passion for turning insights into actions.

Outcomes in the first 3 months

• Obtain a deep understanding of the business, what we do, how we sell to our customers along with our systems and processes. Map this to validate your understanding.
• Become proficient with the company CRM system (HubSpot), review, learn and obtain a good understanding of how data flows around the business and how different functions connect.
• Implement a communication structure between Sales, Marketing, and Customer Experience (CX).
• Develop relationships and trust with all members of the sales and marketing team, obtain a deep understanding of their roles, regions and challenges along with understanding what is working well and not and why.
• Work with senior management to define the key business metrics, and implement them alongside data-driven insights to strengthen core areas of the sales go-to-market strategy.

Responsibilities

• Own revenue reporting and tracking of sales metrics for our hardware enabled SaaS business.
• Provide the business with Sales Intelligence supported by data, analytics and the pulse of the market (customers and sales reps) to allow us to focus on the things that will really make a difference.
• Build reports, dashboards, and tools to ensure full visibility across the sales process, unlocking efficiencies and ensuring that no opportunities are missed.
• Streamline and optimise the sales process by identifying areas of opportunity, and propose and implement solutions which keep sales process streamlined and in top shape.
• Generate regular and ad-hoc metric analysis for both the Sales and Marketing teams which monitors performance across a range of key business drivers and both sales and marketing team performance.
• Provide training and onboarding for SDRs, Regional Account Managers, and Account Directors on workflows, pricing, and customer agreements.
• Deliver regular and ad-hoc analysis on key drivers (renewals, prospecting, lead generation) to Sales, Customer Experience, and Marketing, highlighting issues and recommending actions.
• Drive data quality, process improvements, and automation to boost efficiency.
• Work closely with the CRO to develop objectives and associated key results along with other leading indicators for business performance.
• Define go-to-market metrics with team leads and continuously manage OKRs for the department.
• Assist with design and calculation of incentive models and performance metrics.
• Enhance existing tools (Hubspot, Jira, Slack etc) to maximise effectiveness.
• Combine business acumen and data insight to spot problems and recommend solutions.
• Implementing and training the team on the latest practices and tools around GTM technologies, to help them drive efficiency around prospecting, out-bounding, and closing.

Requirements

• You have strong experience of sales ops and have successfully set up and run the function for other startups with emerging GTM functions and a revenue from $5M.
• You are hands-on and possess enough software development experience to be able to implement the tooling and build integrations yourself.
• You have an analytical mind with a strong ability to extract insight from data, with excellent commercial awareness.
• You are process driven and live by numbers.
• Your communication skills are excellent and you strive to bring people together around a single goal.
• Ability to work across cultures and time-zones.
• You have strong knowledge of CRM systems and tooling (Hubspot, Zoom, Slack, etc).

Benefits

• Salary: Up to £90k
• A collaborative, dynamic and hybrid work environment.
• 25 days + Bank Holidays. We also close the office between Christmas and New Year so you can spend more time with your loved ones.
• Additional benefits include: Company pension, enhanced family leave, private healthcare through AXA and a Cycle to Work Scheme.
• An array of Convergian led clubs you can join from running to board games, and in person events throughout the year.
• A fun, inclusive workplace that celebrates diversity in all its forms, and where everyone can bring their whole selves to work and be treated fairly, equitably and respectfully.